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Essential Selling Skills: Closing the Sale
by Skillsoft
One of the most difficult steps in any sales effort is securing the sale. When is the best time to ask for the order? What if the prospect doesn't seem interested or challenges the merits of your proposal? This course demonstrates how to leverage your value proposition in the final stages of the sales process, so you can present it in the most effective way possible. It discusses how to time your closing, and presents strategies for successfully closing the sale. The course also examines how objections function within the closing process and provides an analysis of how to overcome objections to the sale. And finally, it explores the merits of following up after a sale.Audience: Individuals who want to gain a foundation in essential sales techniques and anyone who wants to develop or refine existing sales skillsObjectives: Essential Selling Skills: Closing the Sale recognize examples of strong value propositions identify the signs that your prospect is ready to close apply the process for dealing with sales objections appropriately recognize key strategies for closing a sale recognize how to follow up after a sale deal with objections and close a sale Duration: 1 ...
$75.00
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Solution Selling: Meeting an Active Need
by Skillsoft
One of the most difficult aspects of solution selling is managing active sales opportunities. Even though a need has already been expressed, there's a significant amount of research and planning required in order to determine the most effective way to approach the opportunity. This course provides a framework for dealing with active sales opportunities. The framework focuses on first qualifying opportunities in order to determine whether they're actually worth pursuing, and then diagnosing the customer's problem to determine the best solution. The course provides instruction on selecting the best competitive strategy to take when the customer has been talking to other salespeople. You'll also learn and practice an effective technique for leading customers to accept your solutions to their problems.Audience: Sales professionals who want to develop their solutions selling skillsObjectives: Solution Selling: Meeting an Active Need assess a given opportunity to determine whether the customer qualifies for solution selling choose the appropriate competitive strategy given a sales situation identify competitive sales strategies recognize examples of questions to ask when diagnosing a customer's problem present a solution to a given customer Duration: 1 ...
$75.00
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Essential Selling Skills: Qualifying Sales Prospects
by Skillsoft
Qualifying sales prospects or leads is an essential step in the sales cycle. Before you begin extolling the virtues of your product or solution, you need to ensure that it's something the prospect needs and is in a position to buy. The most effective way to do this is through a strategic discovery or qualification meeting designed to elicit important details from your prospects, such as their current business realities and challenges, available resources, and what success looks like to them. This course describes how to plan for such a meeting, as well as how to conduct that meeting effectively by asking questions in a way that gets you the information you need. The course also explains how to develop a qualified lead into a sales opportunity. This can be done by using the information you gathered in the qualification meeting to propose a relevant and effective solution for the prospect.Audience: Individuals who want to gain a foundation in essential sales techniques and anyone who wants to develop or refine existing sales skillsObjectives: Essential Selling Skills: Qualifying Sales Prospects take steps to plan for a qualifying meeting determine whether the guidelines for conducting a qualification meeting have been followed appropriately take steps to qualify a prospect effectively develop a qualified lead into a sales opportunity Duration: 1 ...
$75.00
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Solution Selling: Mastering the Essentials
by Skillsoft
Today's sales professionals are trained to be effective purveyors of products and services. However, standalone sales often represent missed opportunities because customers rarely think beyond their immediate need. Solution selling is a consultative process where the sales professional becomes an invaluable resource to the customer. It's a method of addressing all the customer's needs – whether those needs are expressed or unexpressed – for today and into the future. In fact, solution selling is the development of a long-term relationship between the sales professional and the customer, and it represents an ongoing process built on communication, trust, understanding, and mutual respect. Sales professionals need to be nimble and solution-centric. This course introduces the fundamentals of solution selling, including an explanation of solution selling and why it's important, the core principles of solution selling, and how the process of solution selling works.Audience: Sales professionals who want to develop their solution selling skillsObjectives: Solution Selling: Mastering the Essentials determine when to use solution selling rather than transactional selling in a sales situation recognize the benefits of solution selling as a sales strategy recognize the principles of solution selling, given a scenario recognize characteristics of a problem-focused discussion determine which solution selling tactics to use with a given customer Duration: 1 ...
$75.00
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Essential Selling Skills: Mastering Cold Calling
by Skillsoft
Cold calling is a fundamental part of sales. However, it's also one of the most difficult skills to master. How do you get past the gatekeepers and ensure you reach the right people? What should you say when you do? How can you counter objections? This course provides a strategic approach to cold calling, including how to time your calls effectively and how to handle gatekeepers. It demonstrates how to develop succinct and persuasive messaging to help ensure successful calls. And it provides instruction on how to overcome some of the most challenging objections and how to ensure you secure an appointment.Audience: Individuals who want to gain a foundation in essential sales techniques and anyone who wants to develop or refine existing sales skillsObjectives: Essential Selling Skills: Mastering Cold Calling assess the effectiveness of a cold-calling script identify when not to call a prospect recognize how to deal with gatekeepers when cold calling recognize how to overcome cold-calling objections make a cold call that leads to an appointment Duration: 1 ...
$75.00
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Managing Workforce Generations: Working with a Multigenerational Team
by Skillsoft
Managing a multigenerational team requires a clear understanding of the diversity of your employees and the strategies needed to help your team benefit from their differences. A generationally diverse workplace has the potential for conflict between younger and older workers, but if you tap into the potential of this diversity and view differences as strengths, you will create a more productive, collaborative, and innovative work environment. This course reviews the potential sources of conflict within a generationally diverse team, including differences in approaches to work and communication. It also covers strategies for managing a multigenerational team in a way that ensures your team members – regardless of differences in approach – feel included, respected, and supported. This course also describes how to implement a mentoring program that takes advantage of the varying experiences and perspectives of multiple generations.Audience: Individuals who want to develop or refine their skills for managing different workforce generationsObjectives: Managing Workforce Generations: Working with a Multigenerational Team match typical sources of conflict in multigenerational teams to examples illustrating them use strategies for managing a multigenerational team in a given scenario recognize how to implement a mentoring program that takes advantage of the experiences of different generations Duration: 1 ...
$75.00
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Writing under Pressure: The Writing Process
by Skillsoft
When a writing project is time sensitive, it becomes all the more valuable to have a reliable, systematic writing process. Otherwise you may end up overwhelmed and frustrated, or so rushed that you produce less than your best work. Even when you're under pressure to complete your writing assignment, you can still achieve great results with a communication that's clear and concise, and achieves its purpose. This course provides you with a step-by-step process for producing a quality document under a tight schedule. It explores how to streamline your writing process by determining why and for whom you're writing, and what the reader needs to know. It then moves through the steps of generating ideas, gathering information, and organizing those ideas into an outline. This course also offers strategies for overcoming writer's block, getting the words to flow, and ultimately revising the written piece into a polished final product.Audience: Business professionals who are commonly required to write documents quickly and concisely, for internal or external stakeholders, and for any variety of purposes – from business letters to comprehensive reportsObjectives: Writing under Pressure: The Writing Process recognize how to generate ideas as a first step in the writing process recognize the pattern and significance of a completed outline in a writing scenario recognize practices that will help you begin writing a draft with confidence recognize basic structural elements in a sample written draft identify good practices for revising and editing your draft apply key steps in the writing process Duration: 1 ...
$75.00
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Writing under Pressure: Preparing for Success
by Skillsoft
Certain professions are inextricably tied to writing under pressure, such as the newspaper journalist or the magazine columnist. Indeed, there's a broad spectrum of professions where writing under pressure is an essential skill with direct consequences – financial or otherwise. Professionals are often required to complete multiple writing tasks in a limited time frame. This course provides professionals with effective ways to prepare for writing successfully under pressure, including how to reduce stress and prepare a suitable writing environment, as well as how to reduce distractions.Audience: Professionals who are commonly required to write documents quickly and concisely, for internal or external stakeholders, and for any variety of purposes – from business letters to comprehensive reportsObjectives: Writing under Pressure: Preparing for Success identify three considerations for optimizing your ability to write under pressure recognize how to reduce stress when writing under pressure optimize your environment for writing under pressure reduce distractions when writing under pressure optimize factors in your environment to enable you to write successfully under pressure Duration: 1 ...
$75.00
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Personal Productivity: Self-organization and Overcoming Procrastination
by Skillsoft
How is organization related to procrastination? In fact, the two often go hand in hand. A lack of organization, coupled with a tendency to procrastinate, can be a vicious cycle. Becoming disciplined, setting priorities, and eradicating time-wasting activities can reduce the desire to put things off. The key to becoming your most productive self is to embrace organization and to overcome procrastination. This course introduces you to ways of becoming organized to help you accomplish more with the hours you have. It examines the common reasons for procrastination and ways you can overcome them in the workplace. Overcoming the desire to procrastinate can be aided by implementing a strong system of organization. The course presents ways to develop the discipline required to get things done, guidance on setting priorities, as well as approaches to overcommitment.Audience: Individuals wishing to improve their productivity in the workplace.Objectives: Personal Productivity: Self-organization and Overcoming Procrastination recognize the causes of workplace procrastination recognize the benefits of overcoming procrastination recognize ways to develop discipline in a given scenario address time-wasting activities in a given scenario recognize how to set priorities and keep focused say "no" and avoid overcommitment in a given scenario Duration: 1 ...
$75.00
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Personal Productivity Improvement: Managing Your Workspace
by Skillsoft
Business professionals know how difficult it can be to juggle multiple tasks, and often deal with an influx of paperwork and requests each day. When the workday begins, it can be challenging to know where to start, and employees often become overwhelmed. A major contributor to these feelings can be a disorganized workspace. If you work in a state of chaos, your mind will follow. By becoming more organized, you can also become more productive and avoid procrastination. This course provides business professionals with the information they need to implement positive changes in their working space. It addresses the overwhelming nature of tackling a space that's piled-high with paper, has a disorganized physical or digital filing system, or is overrun with e-mails. You'll begin the process one small area at a time until they have created a well-functioning, productive workspace. Once this is achieved, you'll also be reminded that workspace management is an ongoing process, rather than an event - that is, improvements must be maintained.Audience: Individuals wishing to improve their productivity in the workplaceObjectives: Personal Productivity Improvement: Managing Your Workspace recognize how you can benefit from managing your workspace effectively apply the process for creating a clutter-free workspace in a given scenario recognize the principles of effective filing recognize techniques for managing digital files manage your e-mail in a given scenario recognize how to maintain a productive workspace Duration: 1 ...
$75.00
Details
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